The client company, Firstbeat Technologies, is an internationally operating, Finnish-based wellness technology company founded in 2002 which provides measurement services. Measurement based on multidisciplinary research produces objective and individual information about stress, recovery, and the effects of exercise. The company's goal is to grow global profitably and to implement science-based knowledge for every person to support the well-being of the individual.

The aim of the thesis was to find out the needs of sales team development and the validation and documentation of sales processes in the sales play book in order to achieve the team's goals. The purpose of the work was to provide the client with a material-based, i.e. qualitative research process. As a result of the survey, a sales play book was documented for the use of the company.

The work followed a constructive research method. During the work, a workshop and a survey were conducted for the customer, with the help of which the most significant contents of the sales play book were clarified for the sales team. The purpose of the sales play book was to serve as a concrete sales tool. The latest version of it evolved into its current form with a Data driven sales course as the outcome of a multidisciplinary team. Theory was applied applied in a multidisciplinary manner, utilising research data on sales and sales management in a multidisciplinary manner.

As the work progressed, the sales management practically utilised the results of the workshop, even before the introduction of the sales play book. The entire content of the sales play book could not be published in the thesis due to the obligation of confidentiality. The table of contents and, e.g., a description of the sales and marketing process are displayed in the thesis. The output of the work, the sales playbook, helps the company to achieve its strategic goals by acting as a sales team handbook and supporting sales management in its work.

The most important insights of the work was the involvement of the whole team in the development and production of the content of the sales playbook, so that the team was also committed to make use of the work. Significant insights were also the extension of Ries's MVP thinking to the implementation of the sales play book, as well as the continuous development through measurement, data collection and learning.

The ultimate benefits of the work will be seen in concrete use and further processing as needs arise.